The concept of the “Ideal Client” is one thing that he talks about.  I only learned about that idea in about 2000 or so when I started in the process of supervision.   One of the first things we worked on was developing a vision of my ideal client.   The ideal client is one who nourishes you and that you look forward to working with.  When you work on clients that are less than ideal you end up drained, tired and most likely broke!   I have another post on the concept of the ideal client.

Some other of the things he talks about is how service professionals tend to think about the sales process as something that is not congruent with helping others.   Many massage therapists just want to do massage and they don’t want to do all of the work to get and keep clients.  They often have an idea that clients will magically appear.  Promoting yourself is really just letting clients know what it is that you do so they can decide if it is something that will help them.   People are looking for a solution to their problems.   I first learned about that from building my website with Site Build it! When you learn to create your website and other marketing materials and learn to talk about what you do from the perspective of just wanting to educate clients and create relationships the sales process becomes less fearful!

The main thing in ’sales’ is building trust and establishing yourself as an expert.  That is the way of Site Build it! too – the system I use to create websites.  It taught me about building trust with potential clients by providing information.   (Who would know that a website building system would actually be my business mentor?)  They teach you how to write and create a website that does that.   I can’t tell you how many clients I get who read my massage clinic website and say that they can resonate with it all and that is why they are choosing me!

Michael Port’s basic process for getting yourself booked solid uses these simple steps:

1. Networking
2. Direct Outreach
3. Build Referrals
4. Website!
5. Speaking and demonstrating
6. Writing
7. Keep in Touch

A few other great quotes I like from the book:

The book yourself solid paradigm of sales is all about building relationships with your potential clients based on trust.  It is, quite simply, about having a sincere conversation that allows you to let your potential clients know what you can do to help them.

If you don’t believe you are worth what you are charging, it is unlikely that a lot of people are going to hire you based on those fees.

Becoming comfortable with the sales process requires that you let go of your limiting beliefs you may have about being worthy of the money you are earning and requires a shift in your perspective of the sales process yourself.

The book is a great resource for massage therapists in learning to overcome the challenges of promoting themselves.  When you start understanding that it is just about building relationships and trust it won’t seem like sales.  When you create your vision of your ideal client and create a marketing plan that goes along with it people will value what you do.  Setting boundaries around that vision is how you take the necessary actions to create what you want!

Related posts:

1. Reinvention- Brian Tracy’s New Book
2. How to talk about massage and what you do
3. The Art of Getting New Massage Clients

To me, being a massage therapist was about a lifestyle choice of being my own boss and not having to work for someone else right from the beginning but back in 1987 when I went to school -there were no massage jobs at all!  I went with 250 hours of training right into starting and running a business.  I had some experience in customer service working previously in photography but didn’t know a thing about starting a business.   It was essential in the beginning to network with other massage therapists and help each other out.  I learned how to bill for car accidents and workman’s comp from my friends.  I learned about leases and how to negotiate them and find office space.  I learned by doing mostly and by sharing with friends.  There wasn’t much help in the way of massage school.  They didn’t teach much at all about starting or running a business.

One of the most disturbing things mentioned in the article was the fact that Corinthian Colleges are now supporting Massage Envy Franchises and supplying them massage students!  I can see it is a good business decision for both – the massage school wants to keep students coming in the door promising them jobs and ME wants more …well I was going to say ’slaves’ but was looking for a nicer word – I guess simply employees.

Franchises can be a good way to start for some.  There are many younger massage students these days coming right out of high school.  The massage schools have also increased significantly in the last 10 years .  (See the increasing number of massage schools through the years on my site.)  That would be an interesting topic to study – why were all these schools started?  Was there a need for them or was it just dollar signs in school owners eyes as they saw how much money they could make putting students through school.  (Yes I know there are some who take it more seriously and are genuine about creating compassionate, successful massage therapists.)

Was there really a demand?

So now there are all these massage schools trying to stay in business with the economy crashing and people not knowing what to do with their lives – so walahhh- the low cost massage was created along with low paying massage jobs!

At first after reading this article as I said in the beginning of this post I was saddened.  I actually just thought it might be time to get out of the profession seeing it come to that!  Then of course some time went by and now I am more inspired and committed than ever in writing and teaching massage therapists that they can actually start and build their own business if they want and there are other choices to low paying jobs.  You can use them to get you where you want to be- with your own business or you can just skip that phase and jump right in with both feet to starting your own business.  In fact set up shop right next to them and put up a big sign – “I fix $59 (or whatever it is in your area) Massages!”  (Ok I also hate the word “fix” because that isn’t what we do in general -but it works for marketing!)

Related posts:

1. Is Massage a Profession?
2. Massage Schools
3. The future of the Massage Profession

Take a look at your monthly and weekly income and look for trends – the highs and lows.  I was slow in the beginning of the year and also in July.  November was my busiest month yet and Dec. looks like it will surpass Nov.

Start thinking about what it is that you want.  Go back and look at your mission statement.  Does it need revising?

Take a look at your marketing plan.  What worked and what didn’t?  Start planning for next year.

I don’t do a budget but I do a spending plan.  I outline all of the things I want to do- vacations, CE, new major purchases (if any) and of course regular business and personal expenses.  Putting it all together will tell me what I need to make next year to make it happen.  Making it happen is the other part.  It can get discouraging when you are slow which makes it hard to see the big picture.  The thing with this type of business is that you have to be constantly doing something to make it happen.

Here are some of the things I do regularly:

• do follow up letters to doctors who have referred people to me
• write a email newsletter once a month or more if needed
• add articles to my website for my clinic a few times a month
• constantly talk to clients about getting regular massage and how it can help them reduce their pain and increase their mental/emotional awareness.
• Get regular supervision sessions myself to get the support that I need
• Get regular massage (2x a month) and go the the womens Korean Spa a few times a month (or more for both of these)
• Stretch a few times a day especially working on the computer
• Walk regularly

I always feel excited at this time of year.  A new appointment calendar with clean pages that aren’t all tattered and falling apart.  A new excel spreadsheet that is a blank slate for me to plan and keep focused.

If you would like help in revitalizing your business plan and starting out the new year, I offer email consultations or skype consultations.  You can find out more on my page on consultations. Be sure to email me too when you purchase just in case it gets lost in cyberland.

For more information on massage business plans see my other website www.massage-career-guides.com.  You can also add your comments there about what you do to plan for the new year or anytime of year.  Sharing your ideas with others is part of mentoring others and helping the profession.

Related posts:

1. Marketing Your Massage Business
2. Hope is not a business strategy
3. Business Plans – Writing Your Mission/Purpose Statement

Since most people don’t know what they want or what is even possible in the massage world your findings will probably be limited but could give you some insights into what classes to take or what services to offer.

Some of the things that you can do to increase the value of your massage are:

• Take classes in things like Rolfing or Structural Integration which is usually a year or more of training or classes in orthopedic massage techniques such as those offered by Whitney Lowe of Omeri.com or any of the big names such as Eric Dalton, Denise Dieg and others.  Take classes that will set you aside from everyone else in your neighborhood.

Take classes that will teach you how to work with a specific disease or condition that will make you an expert in that area.  Some things to consider are fibromyalgia, cancer, pregnancy massage.  Learn how to treat unusual diseases such as Chronic Pulmonary Disorders.

Specialize in Deep Tissue, Myofascial Release, cranio-sacral therapy, lymphatic massage, sports massage (specific sports!) or triggerpoint therapy.  Deep tissue is advertised a lot but not many really do it.  Take a few months of training.  Just taking a weekend workshop is just the beginning.  To be an expert really you need to take intensive training.

Target Professional Sports teams such as basketball, football and baseball.  These teams will have a lot of work for you and you will need to be on call constantly.  You can charge much more for that.

Start a mobile massage business going into people’s homes.  You can charge more or set it up so that you don’t go into a home for less than 2 people making it more worth it for you.  You have to include your travel time and set up time in the rates you set.

Target high end hotels who obviously have people who have money going there.  Targeting people who have money is just as challenging as to those who don’t as some don’t want to part with their money.

Learn how to bill for motor vehicle accidents.  Most states will let you do that and you can charge more too when you do that.  (Take the Massage Insurance Billing Class I have on the right to find out what you can legally charge and how to get it.)

You can also make additional income from selling products through your website and in your office.  You have to be careful when doing this to keep the therapeutic boundary clear.  Many people will often buy anything that you sell just because it is you selling it when they become attached to you as a client.  If you use certain products for pain relief those are often a good place to start instead of getting into selling stuff you don’t really use or know about.

These are just a handful of ideas to start with.  You really have to work with a coach or develop your own angle that fits with who you are.

The other part of this is that just because you charge more doesn’t mean it will all work out.  Your beliefs have to be in alignment with what you are charging.  To figure out if they are just try this little exercise.

Write down on a piece of paper what your goal and rate are:

I  charge $100 for my massage sessions.

What feelings come up for you when you say that?  What thoughts do you have?  Things like “Yeah Right!”  I can’t charge that much.  People won’t pay that.  Think of all of the things that you come up with as an excuse or reason for it not working for you.   Keep writing the phrase over 100 times or more.  After each time write down your little thoughts that tell you it won’t or can’t happen.  Keep writing until you don’t have any more resistance.  It may take a month or more of doing this to overcome your resistance.   You can also find out what you are comfortable with charging.

You can’t raise your rates by  $30 or something too high like that either unless you really just completed an intensive program or get support for helping you to make that jump.  It is often too much for your mind to handle all at once but if you stay with it and raise your rates gradually you hopefully will find yourself making that soon.

The other part of this is that you have to learn to communicate that your services are worth that.  When people call and ask what do you charge – don’t ever tell them up front.  Start asking about them and what their problems are that they are looking to get help with.  If they are a match for what you do, you can then educate them on the condition or talk to them about what solution you provide.  People won’t mind paying more when they know you can handle more than other therapists.

You won’t be able to please everyone.  You will lose clients when you raise your rates.  Sometimes it will tell you just how much your clients really value your work.   If there are special cases of people who really can not afford you you will have to decide which way to go with these people.  There will always be someone who will charge less than you do.  Trying to outwit these people isn’t necessary.  Just stay true to what you are doing and your values.  Respecting yourself in that way may sometimes be hard especially when you need to eat and pay the bills.  Find other ways to make money rather than sacrificing your values.  Hire a coach or start your own peer supervision group to get the emotional support that you need in making the changes that you need in your business.

If you try to raise your rates and you lose too much business it doesn’t mean that you can’t succeed in doing that.

The book “The Answer” is a really good book for understanding how to communicate your value as a massage therapist.  Here is one of my favorite quotes:

‘The difference between being committed to your success and being interested in your success. If you are interested, you will do what’s convenient. If you are committed, you will do whatever it takes.”

See also:

The Answer for Massage Therapists

Related posts:

1. How to set your massage rates.

To Change your beliefs about money requires the understanding of how beliefs are formed, questioning your beliefs and changing your perspective through the process.

The process for me has been quite painful and I also recommend that you work with a good therapist or life coach.  I have both and a supervisor and a peer group that I meet with regularly.

The thing about money is that it is just money.  The problem is really that we tend to attach so man emotions to it and equate it to our own self worth.   Massage therapists have a tendency to say things like “It is not about the money” or not need much in the way of money.

Steve Capalleni talks about this in his book “Making the Switch to Being Rich
“.   If you haven’t heard of Steve -he is one of the prominent leaders in the spa industry and has written on spa therapies and working in spas.  In his book he talks about how massage therapists become massage therapists to keep themselves in the moneyless bubble.   They think that being a massage therapist is more about helping people than making money and often wonder how they can charge for something so loving and caring.   We keep proving over and over again that we can’t make a lot of money and then defend the position of having no money by saying we are doing more good than anything.  He says “if there is an entire group of people who are almost all inside the moneyless bubble, it’s massage therapists”

Where beliefs about money come from.

Beliefs are formed at an early age.  Beliefs are really just the opinions of others that are handed down to us by our families and in school.   The whole grading system and having to do good and not be wrong in school instills fear of making mistakes.   The most common  belief that people have about money is that money is the root of all evil.   You can tell what your belief is about money when you think about people who have a lot of money.  Do you feel jealous of someone driving a Mercedes or even a Bentley?  Do you wonder what they had to do to get that?  Do you think that they must have had to sell their soul to get it or that they are greedy or doing something like taking advantage of people to get that kind of money?

Your beliefs can be found in your feelings and reactions to the world around you.  Since most of our beliefs are really unconscious because they have become so ingrained in our brains and bodies, feelings are the only way to get to them.  Whenever you are feeling anything but love or joy you can know you are buying into an old belief that just isn’t true.  It does sort of bend your mind to start thinking like that.   It is sort of ironic that the whole field of being a massage therapist is based on feeling.  You can learn whatever technique or special type of massage and the only thing the client will know is how it feels to them.  The don’t care if it is myofacial release, cranio-sacral therapy or effleurage.  They just know how it feels.

There are so many other beliefs attached to making money.  We think money will provide us financial security.  It won’t.   I know people who are multi-millionaires and they can’t sleep at night because they worry they don’t have enough.   We think money will bring us freedom.  You can have a ton of money to do what you want when you want or you can have no money at all and be a beach bum and have all the freedom you want.  The other motivation for making money is Power.  You can be like Donald Trump and Mother Theresa – yes Mother Theresa was all about power.  She basically ran the richest church in the world.   Some people look to money to feel loved or get love.  Someone who does  is the massage therapist who charges less than they need to make or doesn’t charge for no-shows or last minute cancellations.  Instead of setting boundaries around money, they feel that it is more important to be nice to people and let them slide and they incur the loss of income.

Beliefs about money are also seen in things like how you promote your massage business or not.   People can easily blame their lack of success in getting clients on the economy being down.  While yes the economy is struggling, it doesn’t mean that you have to be struggling.  It is easier to blame the economy than to take responsibility and do whatever is needed to get the clients that you need.   Do you have a website that is at the top of Google for your keywords -massage, your city?   Do you have a network of other caregivers that refer to you?  Just doing one mailing to 100 people and not getting any response does not mean anything.  Do the same mailing once a week and keep changing the wording until it works and send it to targeted potential clients until it does work.

Teach classes to groups of lay people on massage – like for couples or friends or co-workers.  Offer free classes at your church or other group.  Go out into the community and give and you will soon find yourself on the receiving end.   The struggling economy only means you have to do things differently and start finding things to do to get the clients that you need.   It isn’t easy and it takes also planning financially to start a business.   Do you have enough in the bank to live for a few years before you start your business?

Tools for changing your beliefs.

The biggest thing that I think helped me start changing my beliefs was learning that my feelings are really the key to figuring them out.  Your feelings tell you what you are unconsciously thinking.  So since you can’t really know because it is unconscious – you can start asking -”What would someone be thinking that had that in their life”.   Just start guessing.

The other part of this is that while you can’t really change your feelings – you can change your thinking.  Figure out what you can do to start changing the feelings.  Esther Hicks has a great explanation in one of her books The Astonishing Power of Emotions: Let Your Feelings Be Your Guide She uses a great analogy of having bad feelings is pointing you upstream in a river.  It is hard going and difficult to get anywhere.   You can just change the feeling one little bit to turn your boat around and head downstream. You change the feeling by changing what you are thinking or saying.

Your emotions are what indicate the difference between what you desire and your belief or your expectations around whatever it is that you are struggling with.  Your emotions tell you that you are moving away from your desires.  Your emotions are your guidance system to understanding why you are getting the results you are getting.

It takes much more than a few blog posts to really get this.  I read and studied and worked with a financial counselor to start challenging my beliefs about money and success.  It is still an ongoing process and always will be.  The more conscious you become about one thing it has a way of bringing up things in other areas and you can also see deeper aspects in the same area.

Related posts:

1. Understanding Beliefs for Massage Therapists
2. It’s not about the money
3. Changing Your Beliefs 2008

The first thing to think about is who do you want to get referrals from?  What type of work are you doing?  What kinds of clients do you want to work with?  Special diseases and conditions?  Athletes?  Car Accidents?  What solution do you provide?   Different doctors will be sources of different kinds of clients.

Chiropractors tend to get a fair amount of personal injury cases or car accidents although some people will go to their primary care doctor to start with.  Many doctors do not understand the role that massage has in healing inflammation and may advise against massage.  Finding people who do support massage will be the goal rather than trying to educate doctors who don’t already refer to massage therapists.  You can do that later when you have more time because it will take longer to educate doctors of this nature.

Create a list of potential health care providers and even attorneys that you want to work with.  Check out their credentials and talk to them first about what they do, what kinds of things that they work with and what their results are.  Go to these doctors yourself and experience their work.  Would you go there yourself or send your mother or partner there?  Would you send your kids there for treatment?  Early in my career I went to a chiropractor for my own health reasons and he hooked me up with an attorney and they both ended up being frequent sources of referrals.

Create a campaign to contact these providers.  You will have to test what works best.  You can try contacting them by letter or email.  You can directly ask for referrals and explain what you are doing or you can approach them more from an aspect of learning about their work.  This can make them more receptive to sending you referrals.  Send them some clients first to show them you respect them.   Don’t expect referrals back but do it from a place of just being able to provide the client with the best care.

You can also start by just contacting a health care provider who may have already sent you a client.  Send a 4-6 week simple progress report to show them what your massage is doing.   Most will actually like to know.   Once they start seeing the results you have a better chance of getting more referrals.

Call the provider when you have questions about caring for a client.  Do they have a new disease or condition that you need to know more information about?   Some will also just refer to you and say something like ‘ evaluate and treat’  which is giving you free reign.  You can send a report to show your findings from your assessment.   And yes massage therapist can not diagnose but they can surely report findings such as loss of range of motion and postural analysis.

What other ideas do you have for building a referral network of providers for your massage business?

Related posts:

1. Keep your Massage Business Booming
2. Build Links to Your Website
3. How do I build a Website?

I have written down most everything I know about billing insurance and created a section for it on my website.  Here is a basic outline of what you need to know:

1. Ask the insurance company that you are working with how to bill correctly.  Find out what forms and paperwork they require, what codes that they will pay and what the payment schedule is.
2. How to fill our a billing form which currently is the CMS 1500.  It is similar to the HCFA 1500 but includes space for your NPI number.
3. You will need an NPI Number.
4. You will need a HIPAA Privacy Policy Manual and forms.  Sohnen-Moe has some free forms to get you started.
5. Know what codes to use for the CPT Code – there are only two main ones so you can’t go wrong really.  97124 and 97140.  It is usually a matter of what the insurance company accepts.  There are a few here that only accept 97124 which is therapeutic massage code and some that will accept 97140 which is considered to be manual therapy.
6. Use a service like www.officeally.com to submit your bills electronically for free.
7. Create a referral network of physicians.

While most of the information is on my site I have been getting out of insurance billing so I am not up to date on everything so I also highly recommend the Massage Insurance Billing Manual by Vivian Madison Mahoney.

I’ll talk about how to create a referral network in my next post.

Related posts:

1. Massage Insurance Billing Manual
2. Insurance Billing Manual
3. Can a massage therapist bill insurance companies?

Finding new clients who will become repeat clients requires that you build trust with people you talk to or with people who read your website.

Approaching doctors, companies or individuals with a sale pitch or offer is like getting an annoying phone call from a company offering home owners insurance when you are a renter or like getting a flier in the mail for childcare services when you don’t have any kids.  It is just annoying and a waste of money on the advertisers part.  Approaching people blindly – not knowing if they even like massage or believe in it can waste a lot of money.

Having people calling you because they know you are the expert at what you do is another story.

To do that you need to let people know what you know about massage and health.  The best way to do that is with a website that is filled with information about what you do and what massage can do.

If your website only is a basic calling card website with only information on your rates, locations and a list of your services, it doesn’t create much of an interest in readers.  If it is just a sales site to offer your services without really taking the time and effort to understand your readers, you are missing out on many opportunities to make readers into regular clients.

Learning to build relationships with people involves providing information to people about what you do,  what your philosophy on healing is and what your beliefs about health and massage are allows you to share your expertise, knowledge and experience with others.   In sharing you develop a relationship that “Pre-sells” the potential client.

I know most massage therapists hate that word “Sell” even if it is preceded with the word ‘pre’.   Sell brings up this fear of having to be a sales person.   All you are really doing is telling people what you do so that they can decide if you would be a match to help them solve their problem.

“Preselling” is a term that was coined by Ken Evoy of Sitesell.com.  Preselling is really just about building relationships and trust between two parties.   When you learn to presell- you won’t have to do any selling.  People will be coming directly to you for the services that you offer.   They will be calling you.  You won’t have to do a thing but be there to take the call and make the appointment.

Online people are looking for information- they aren’t looking for you. They just want to find a trustworthy someone to fill their need.  People are usually in pain, under stress, or both and are looking for help with whatever it is that is a problem for them.

Use your knowledge and experience to give them what they want by writing about what you do.  You don’t have to worry about the writing part.  What you do is just write down what you would say to people if about massage, health and healing if you already had them on your table or if you were talking to your best friend.  Use information to meet their needs.   It creates an open to buy mindset for the reader.

If you don’t have a content rich site – the other option is to advertise and for the most part advertising for massage doesn’t work since massage is such a personal experience.  Unless you have a very large advertising budget like spa’s or massage franchises do, advertising for the small massage business takes a substantial amount of money.

Most people resist sales efforts.  Preselling on the other hand creates relationships and builds credibility.

One of the first steps to preselling is getting inside your potential clients head and shoes.  Who is your ideal client?  What problem do they have that they are looking for a solution for?

Creating a website around that idea takes a little bit of time to research and develop but when you get a regular weekly client who comes for 10+ years like most of my clients do …well you can figure out the value of that kind of regular client ($price of massage x 48 weeks a year x 10 years).

You can learn more about preselling and learning to attract clients by building trust and avoiding sales you can read this free Ebook by Ken Evoy called “Make Your Content Pre-sell”

Related posts:

1. Keeping your clients coming back
2. Book Yourself Solid
3. Targeted Online Advertising

The thing is that even people who have jobs in massage need to be sales people whether you like it or not.  Sales is just really getting your message out to those who need your services and need to know about you.

One of the first things to do is to start thinking about who your massage client is?  Why do people come to you in the first place.  Ask some of them.  You might be pleasantly surprised.  Is it because they are right down the block from you?  Is it because they love your massage?  Is it because they love the aromatherapy or hot stones that you use?

Once you find out that information start writing from that perspective and start with the words “You”.

Learning everything you can about marketing your practice and building your practice is about taking responsibility for your business.  It takes a commitment to doing whatever it takes to get the results that you want.  The first thing is knowing what you want.  If you don’t know what you want exactly you are leaving it in the hands of others, the economy and whoever else you may want to blame your lack of success on.  Wanting is not bad as you may have been taught.  It is wanting that leads you to take the actions that you need to be successful.  Actually, I could take that a step farther and say it is having desire.  Desire is a step up from wanting.  Wanting implies that you are lacking in something.  Having desire comes from your heart.  When you desire something you are also taking control of your own experiences.  You have a better chance of receiving what you desire than what you want.

Asking for what you want from people who are most likely to use your massage services is really just targeted marketing.  It is the way out of making excuses for your lack of business.

Related posts:

1. Marketing Defined (It isn’t so scary)
2. Marketing Your Massage Business
3. Massage Marketing

One of the things I see a lot of and am even guilty of myself are websites or other marketing material that is supposed to be promoting your services and it turns out it is really all about you – you have this degree, credential, skill, experience or whatever it is. You offer this service, you do this… The vital thing that is missing is connecting with the reader (potential client). What they want to know is what is in it for them! People are only interested in themselves and how it will affect their lives or solve the problem that they are having.

Most people don’t really know the difference between swedish massage or cranio-sacral therapy. They don’t care how long you have been doing massage. They don’t know what the names of all the muscles are and don’t care if it is their splenius that is causing their neck pain or not. They only care about how it will help them feel better.

So how do you take what you do – massage- and what you know ( from massage school as well as life experiences) and create sales copy that doesn’t sound like a used car sales man but gets you what you want – new clients!

The first step as outlined in this free Ebook “Make Your words Sell” by Ken Evoy is is to get into the shoes of your reader/target. Who are they? What do they want for themselves? What do they value most? And here is the part that massage therapists cringe over- who can afford your services? Massage therapists in general want to just be able to provide massage for everyone and even seem to be drawn to people who can’t afford massage. The best way to be able to provide massage to this population is to focus on finding those who can afford you and make enough money so that you can do something like set up a clinic for low income families. Trying to work on these people without having your basic needs – enough money to pay the bills, take the vacations that you want, save for retirement – is a sure way to end up in burnout.

Another thing to become aware of is learning to talk about the benefits of massage in a way that people understand. How does ‘increasing circulation’ apply to someone who is in pain or has a herniated disc? Massage relaxes muscles but who really cares – how does a tight muscle cause pain?

These are just a few of the many things you can do for your website and brochures.  In order to create effective marketing materials you need to either hire a sales/marketing person to write your ads or website for you or study and learn about it.  One of the best sources are the Free Ebooks from Site Build it!  You don’t need to have a SBI! website even and all of the principles can really be applied to any marketing pieces.  You can learn more in the free Ebook “Make Your words Sell” by Ken Evoy.   I am just reading it now so will be sharing more as I get through it. It is a few hundred pages and it used to cost $30 but it is now free for anyone to learn from.

Related posts:

1. Sales – that dreaded word for massage therapists
2. Business Plans – Writing Your Mission/Purpose Statement
3. Marketing Your Massage Business